Your role

The indirect channel is an important route to market for our customer center, and this is the first time it will be led by someone whose full focus is growing and professionalizing it. The role exists to transform a collection of individual dealer relationships into a deliberately managed, high-performing channel. Your mission is to grow the business of our existing dealers and bring the right new distributors on board by making us easy to do business with, establishing clear and scalable channel structures and processes, conducting regular business reviews, and building full-potential plans with key dealers. You will drive a structured approach to dealer development, ensuring our partners have the knowledge, capabilities, and support required to successfully represent and grow our business. You are responsible for the full indirect channel covering 3 brands (Edwards, Leybold and Atlas Copco) and 3 divisions (Scientific Vacuum, Industrial Vacuum, Service). You will develop and execute your vision and strategy through strong collaboration and alignment with the business line managers.

Responsibility

• Take full ownership of the General Vacuum indirect channel across Southeast Asia and Oceania and grow its revenue and profitability
• Build and maintain the channel strategy by country, segment and brand, agreed with the business line managers
• Be the single point of accountability for channel performance, coverage and dealer health, and report on it in the leadership team

• Make us the easiest partner our dealers work with: fast quotations, clear pricing and lead times, reliable order handling and accessible technical support
• Map the dealer journey end to end, find the friction, and work with customer care, logistics, finance and the business lines to remove it

• Ensure every dealer has agreed, written targets
• Install regular business reviews, with standard agenda, performance scorecard and documented actions
• Track performance against target and intervene early where plan and result diverge

• Develop full potential plans jointly with the key dealers and the business line managers
• Break into concrete actions with named owners and dates, and drive the follow-up personally
• Make progress visible to both the dealer and our own organisation, so that commitments are kept

• Build a structured competence plan, covering product, application, commercial and service skills
• Organise training, certification and refreshers together with the business lines and product specialists
• Connect competence to growth: link the plan to dealer's targets, authorisations and full potential plan

• Analyse coverage by country, segment and brand and identify the gaps where we need more partners
• Target, qualify and recruit the right companies as new dealers, against clear selection criteria and not simply where opportunity presents itself
• Onboard new dealers: agreement, systems access, pricing, training, targets and a first year plan

• Work in close partnership with the complete leadership team so that direct and indirect coverage complement rather than compete
• Represent the dealer's voice internally
• Align with marketing communications on campaigns, materials and the handover of leads to the channel

Your skills and experience

• Proven experience of managing an indirect channel, distributors or dealers in an industrial business to business environment, ideally across more than one country
• Track record of growing existing partners and/or recruiting and onboarding new ones
• Experience in vacuum is an advantage, as is exposure to Southeast Asia markets

• Builds trust quickly with dealers, and hold a firm line without damaging the relationship
• Energised by making other companies successful
• Structured and disciplined: plans, documents, follows up and closes the loop
• Comfortable operating without formal authority, influencing across brands, functions and cultures

• Strong commercial acumen: pricing, margin, discount structures, terms and the basics of contract review
• Able to read and use data
• Clear communicator and confident presenter in English

• Degree in engineering, business or a related discipline
• Fluency in English; an additional regional language is an advantage
• Willingness to travel extensively across Southeast Asia and Oceania (35%)

Scope of Job

• Geographical: Southeast Asia and Oceania
• Financial: the indirect channel for all brands, across all general vacuum divisions
• Accountability: growth of the indirect channel in orders, revenue and margin, together with dealer coverage, dealer competence and dealer satisfaction.
• Organisational: dedicated owner of this channel
• Collaboration: broad collaboration with entire leadership team and across all departments
• Travel: regular travel across South East Asia and Oceania (35%)

Why it is great to work with us

Your career grows through your skills, your curiosity, and the people you work with. You join a global network where we learn from each other and share knowledge openly. We focus on long‑term development and encourage you to explore new ideas that help us move forward. Innovation is part of how we think and act – we test, improve, and use what we learn to create solutions that matter. You can make a meaningful impact by contributing with your insights and taking ownership of your work, supported by flexible ways of working and leaders who empower you.